Stop Treating B2B Customers Like Digital Novices
Harvard Business Review
MAY 10, 2016
.” In the B2B world, though, the experience is very different. But B2B customers are mobile, fully engaged in social media, and well educated: 94% of B2B buyers conduct online research before deciding on a purchase. It had been reasonably successful in dealing with the 10% of large customers who drive 90% of revenue.
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